THE EFFECT

THE EFFECT

THE EFFECT

THE EFFECT

GRADUATEGUIDE.

‘A Career in Sales: the

Myth Exposed’£££

... endlessly cold-calling or monotonous door-to-door selling...

£ £ £

Far too often the sales industry gets a bad rap. Surrounded by stigma and stereotypes, many graduates have preconceived perceptions about what working in sales entails: whether it’s endlessly cold-calling or monotonous door-to-door selling, the majority of graduates have decided against the industry before they’ve even left university. Unfortunately, most consumers have, at some point in their lives, had a bad experience with a ‘pushy’ or ‘arrogant’ salesperson. This accumulation of experiences fuels the unflattering imagery of the clichéd salesperson, leaving an exaggerated version fresh in people’s minds. In reality, the sales industry has a ton of potential for graduates who are looking to prove themselves and advance quickly. With attractive salaries, tantalising commission structures and a whole list of fancy perks, starting out in sales has bags of possibility. So, where has this trend for shunting sales come from?

With myths about sales flying around so prominently, it isn’t surprising that so people many have a blinkered view of the industry. First, let’s clear up some of those misconceptions.

INTRODUCTION

SALES ISN’T FOR PEOPLE WHO HAVE A DEGREEAlthough there are entry level sales positions that do not require a degree, the majority of business-to-business (B2B) sales professionals will only hire graduates.

Often those with degrees overlook sales opportunities as they fear their academic

accomplishments will be wasted. In actual fact, graduate sales opportunities are far and wide; several

blue-chip companies offer rewarding sales graduate schemes that are specifically designed to take advantage of the talent, skills and experience acquired at university.

SALES ISN’T DIVERSE ENOUGHIt is a common assumption that the sales industry is lacking in variety as many people believe that the day-to-day work is repetitive. This couldn’t be further from the truth. With a career in sales, no two days are the same; new challenges, new clients, new targets and new projects ensure that every salesperson is kept on their toes. Furthermore, unlike other professions, the world of sales isn’t limited – all sectors require sales teams therefore the possibilities are endless. With each industry bringing a new set of practices to the table, a career in sales is anything but dull.

THE ‘MYTH’

TO SUCCEED IN SALES YOU HAVE TO BE AGGRESSIVEOften, sales has connotations of being an aggressive industry but, in reality, no one will buy from an aggressive sales person. It seems somewhere down the line competitiveness

and aggressiveness have been mistaken for one of the same. Yes, sales people do tend to have thick skins but this is more

to do with tenacity than aggressiveness and more often than not a sincere, strategic approach will win out compared to a forceful one.

SALES IS JUST COLD-CALLING Cold calling. The dreaded preconceived image attached to any sales role. Well, we have news for you: the days of cold-calling are pretty much behind us and have instead been replaced by much more sophisticated practices and a reliance on both the internet and marketers. Web-based tools have transformed the way sales companies source and qualify leads, meaning that a need has been established before anyone even picks up the phone!

SALES IS ONLY FOR OUTGOING PEOPLESuccessful sales practice relies heavily on clear, confident communication and often, outgoing people are strong orators. Yet, this doesn’t mean that only outgoing people can be good

sales people. In fact, many people now believe that ambiverts make the best sales people. With both listening and speaking

skills and being neither shy nor gregarious, ambiverts tend to build the most sincere business relationships as they understand

the client’s needs comprehensively.

THE ‘MYTH’

So, if sales isn’t about aggression, monotony and cold-calling, and it isn’t for people without a degree, what is it about? And, why should graduates consider it as a viable career? Upon graduating from university, most young people are looking for the same things from their first job: a good starting-salary, an engaging company culture, quick progression, comprehensive training, instant responsibility and, above all, a chance to prove themselves. It is these fundamental factors that make the sales industry so attractive for graduates.

Everyone has that one friend who, fresh out of university, lands a freakishly rewarding dream job that results in a Mercedes on the drive and a flashy watch hanging off their wrist. Your first reaction, after the depressing bouts of jealousy of course, is to label them as lucky. Actually, their secret is hard work and a job in sales. Career progression in the sales industry is unrivalled; if you’re ambitious, driven and tenacious, a job in sales will shoot you up the career ladder in no time at all. From Team Leaders to Managers to Directors, quick progression is common in a sales team and internal promotions are favoured: you could be in a senior position in just a few years. The sales industry is constantly moving and growing which means there is an ever-increasing demand for sales professionals. Each sector and each role offers new challenges, new clients and new opportunities…and they all come with healthy salaries!

PROGRESSION.

£MONEY.

£If you’re money motivated then sales could be your perfect industry. Offering some of the highest paying entry-level roles in the entire graduate market, the sales industry trumps competition from the police, legal professionals and even financial experts. A graduate starting out in a sales career can expect a basic salary of up to £24,000…and that’s before commission! The majority of sales roles incorporate a commission structure that can push a sales graduate’s annual income up to the lofty regions of £30,000 – not bad for a first job. Sounds too good to be true? It’s not! This is an industry where a business’ success depends on keeping employees motivated and, in a world that revolves around revenue, what better way to motivate your staff than to reward them financially? So, when you see those three dreaded letters tagged to the end of a job advertisement, “OTE”, don’t be put off – it’s not a con. It’s just the rewarding world of sales.

THE ‘REALITY’

CULTURE.

One of the best things about a career in sales is the culture: the typical team environment encourages a work hard, play hard atmosphere. It’s about working with like-minded people to achieve goals and solve problems, and the rewards when this happens are pretty outstanding. Incentives are frequently utilised to motivate the team and keep spirits high. One day you could be on a team-bonding event, the next a lavish team meal and - if you’re really good – you may even find yourself on a deluxe, all-expense paid holiday to Dubai! Also adding to the culture is a buzz which surrounds the office; there’s no better feeling than clinching that deal or winning out against the competition – it’s a palpable feeling that runs through the entire sales team. Expect to see lots of high-fiving, rounds of applause and general excitement as people hit their targets and crack new clients.

After leaving university, one of the pivotal things graduates are looking for is a chance to prove themselves in a role with lots of responsibility. The sales industry satisfies this craving like no other; from day one you will receive comprehensive training equipping you with all the tools required to hit the ground running and develop strong business acumen. A job in sales will also give you control and ownership; you will spend your days managing your own diary, client accounts and workload. Whether it’s attending client meetings or prospecting new opportunities – as long as you get the results, it’s up to you how you work. Many professionals have even compared a job in sales with running your own small business, without the financial outlays. You may be handling your own collection of accounts, or managing a specific patch or area; either way you will gain entrepreneurship and authority in a way most would only experience at senior level.

RESPONSIBILITY.

THE ‘REALITY’

If you’re a strong communicator with hunger and drive, a career in sales could be the best way to satisfy your ambition. With no economic barriers, no experience necessary and unprecedented progression opportunities, it’s not surprising that the myths of the sales industry are being outnumbered by success stories. A sales role can give you the chance to prove yourself, to set your own salary and to be measured on your own effort and ability. It can take you beyond the four walls of the office cubicle. Spend your day hunting down exciting new business ventures, negotiating with influential business leaders and celebrating with your team when your first big commission cheque comes in! Surround yourself in the buzz of the fast paced world of sales and get climbing the career ladder.

...areyou sold?

Or call on 01625 255 255Send your CV to graduate@pareto.co.uk

SOLD?